It’s a Mixed Up World Deploying Unified Communications and Collaboration in Mixed Environments David J. Wippich Chief Executive Officer Ensim Corp.

It’s a Mixed Up WorldDeploying Unified Communications and Collaboration in Mixed Environments

David J. WippichChief Executive OfficerEnsim Corp.

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What We’ll Talk About Today

Confidential & Proprietary

• Crazy Market Dynamics• Who’s on First, What’s on Second, I Do Knows on Third• Convergence of Convergence• Unifying Unified Communications• Benefits of Complexities• Monster Mash-up• Realizing and Sizing the Opportunity • The Un-Confusion Conclusion

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Market Dynamics

Market Dynamics

Market Opportunity

Increased commoditization of traditional isp/telecom servicesDecreasing ARPU and eroding margins require deployment of new high-value services

Leaders will be determined by delivering the right product at the right time the right wayOpportunity to be a “one stop shop” Winners will enjoy on-going cash cow business

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What is the next opportunity?

• Delivering UC services to enterprises 100+ employees in mixed environments

• What are mixed environments? – Hosted Shared / Managed / On or Off Premise / Self-mngd

apps all working together to provide a complete UC solution

• Can be mixed by product line or employee type– Groupware on premise for execs, hosted for specific employees

– Hosted VoIP, Managed Groupware, On-prem Intranet

Confidential & Proprietary

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Unified Communications Benefits & Issues

• Enterprise Benefits– Enable higher productivity and improved possibilities for interaction between

and within organizations– Deliver greatly improved customer care and service, using different devices

– wired/unwired– Gain amazing flexibility to switch, increase, or relocate functions as staff

requirements change– Replace old/obsolete equipment with leading edge options– Centrally manage their network, and cut support or maintenance costs

• Service Providers Top Issues

Long Sales Cycles

Long Sales Cycles

Varied Requirements

for corps 500+

Varied Requirements

for corps 500+

Distributed Needs

Distributed Needs

Confidential & Proprietary

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Service Provider Challenges & Solutions

Solutions

Cost Efficiency• High cost of delivering next generation

in mixed environments• Maintaining legacy equipment • High cost of sales & support

• Automation of provisioning and service enablement

• Enable resellers to lower your costs of sales

• Deliver role-based delegated administration

Sales cycle• Extensive requirements• Enterprise IT push-back• Lack of clear differentiation between

hosted vs. on premise

• Separate applications from infrastructure to speed roll-out of new services

• Homogenized administrative interfaces

Service Provider Challenges

Deliver Mixed service bundles• Deliver convergent services on both

shared and managed platforms• Keep up with new service demand• Flexible offering based on application

popularity, not delivery method

• Simplify deployment, delivery and management of services through product based solution

• Pre-built application managers• Single solution for both Managed &

Hosted

Confidential & Proprietary

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How to Realize the Opportunity for mid-size enterprise

• Offer homogeneous management tools– Lower cost of support and operations by using single management

system in mixed environments

• Provide tools empowering customers IT and employees, demonstrating YOUR value-add

– High SLA is not enough– Lower switching costs from on-premise to outsourced

• Self-Configuration of clients and devices• Self-management of basic tasks

• Offer full suite of Unified Communications applications– Messaging & Collaboration (email, groupware, IM,..)

– VoIP

– Presence

– Unified Messaging

Confidential & Proprietary

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Unified Communications Growth

Confidential & Proprietary

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What service providers need?

• New Services – Accelerate time to market; first mover advantage, higher

margins (ARPU), extend value chain, create stickiness with multi-service offering, increase ARPC, better ROI on CAC

• Automation– Operational efficiency as base services commoditize, end-

user and reseller control increase satisfaction and decrease churn, lowers opex

• Channels– Lower cost of sales and support, increase reach, access to

customer relationship owner, adds additional non hosted services to value proposition

Confidential & Proprietary

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Technology Requirements

• Platform that provides latest technologies, web-services, web-parts, extensibility, IP and App hosting

– Service Creation tools

– Resource Management

– Common authentication and authorization

– Provisioning across multiple services & devices

– Delegated Admin

– Channel Enablement

– Management & Control of devices and mobility

Confidential & Proprietary

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Conclusion

• The market for Mixed Environments services has never looked better and is becoming critical to long term success of service providers

• Leading service providers are strategically positioned to capitalize on this opportunity

• Effective engagement in the value chain requires the creation and delivery new services rapidly and efficiently

• Flexible distribution methods must be offered

• Partnerships are a must (Tech components, Commercial Software, System Integrators)

Confidential & Proprietary

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• Ensim Unify

Communication & Collaboration Management Center

Ensim Unify enables automated provisioning, delegated administration, device and client configuration, and provides a simplified web portal, for managing applications, users, and devices.

Enterprise Edition

Enterprise Edition

Managed Service Provider Edition

Managed Service Provider Edition

Hosted Service Provider Edition

Hosted Service Provider Edition

ISV SaaS Edition

ISV SaaS Edition

• Mid to large enterprises

• Internal IT• On-premise

• Mid to large enterprises

• Internal IT• On-premise

• Mid to large enterprises

• Managed by SI

• On or off-premise

• Mid to large enterprises

• Managed by SI

• On or off-premise

• Small to medium size enterprise

• Self-managed

• Off premise

• Small to medium size enterprise

• Self-managed

• Off premise

• Developers looking to release their apps on-demand

• Developers looking to release their apps on-demand

Capturing the Growing UC Market With Ensim

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Ensim Corporate Overview

Confidential & Proprietary

• Ensim Corporation is the leading provider of management software for Unified Communications and Collaboration infrastructure.

– Over 250 Service Providers and numerous enterprises worldwide depend on proven and award winning Ensim products

– Unified Communications Management solutions for Hosters, Managed Service Providers, Enterprises; enabling lower operational cost and faster deployment of services

– Enables service providers to realize the rapidly growing mixed environments opportunity

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Enabling Services Simply